Mercer Capital's VALUE MATTERS™, published 6 times per year, addresses gift & estate tax, ESOP, buy-sell agreement, and transaction advisory topics of interest to estate planners and other professional advisors to business.

1. IN THIS ISSUE
Fairness Opinions and Down Markets
Rough Quarter for the RIA Industry
Mercer Capital’s Books of Interest
New Blogs
Value
Matters
TM
Issue No. 4, 2015
Business Valuation & Financial Advisory Services

2. © 2015 Mercer Capital // www.mercercapital.com 2
Mercer Capital’s Value MattersTM
Issue No. 4, 2015
Fairness Opinions and Down Markets
August has become the new October for markets in terms of increased
volatility and downward pressure on equities and high yield credit. This
year has seen similar volatility as was the case in some memorable
years such as 1998 (Russian default; Long-Term Capital Management
implosion), 2007 (tremors in credit markets), 2008 (earthquakes in
credit and equity markets) and 2011 (European debt crisis; S&P’s
downgrade of the U.S.). Declining commodity markets, exchange rate
volatility and a pronounced widening of credit spreads finally began to
reverberate in global equity markets this year.
So far the downdraft in equities and widening high yield credit spreads
has not slowed M&A activity. Preliminary data from Thomson Reuters
for the third quarter indicates global M&A exceeded $1 trillion, which
represents the third highest quarter on record and an increase of
11% over the year ago quarter. Activity is less broad-based though as
8,989 deals were announced compared to 10,614 a year ago.
Immediately prior to intensified pressure on risk-assets, Thomson
Reuters estimated that as of August 13 global M&A was on pace for
a record year with $2.9 trillion of announced transactions globally
(+40% vs. LYTD) and $1.4 trillion in the U.S. (+62%). Within the U.S.,
strategic buyer activity rose 53% to $1.1 trillion while Private Equity
M&A rose 101% to $326 billion.
Leveraged buy-out (“LBO”) multiples have been trending higher since
2009. The median LBO EBITDA multiple for broadly syndicated large
deals was 10.1x through September, while middle market multiples
expanded to 10.3x. Debt to EBITDA multiples for LBOs were 6.0x for
large deals YTD and 5.5x for middle market transactions.
No one knows what the future holds for markets. Deal activity could
slow somewhat; however, a weak environment for organic revenue
growth will keep many strategic buyers engaged, while lower prices
for sellers if sustained will make more targets affordable for private
equity provided debt financing costs do not rise too much. As of
October 14, the option-adjusted-spread (OAS) on Bank of America
Merrill Lynch’s High Yield Index was 6.31%, up from 5.04% at year-
end and 4.83% a year ago.
The role of the financial advisor becomes tougher too when markets
are declining sharply. Obviously, sellers who do not have to sell may
prefer to wait to see how market turmoil will play out while buyers may
push to strike at a lower valuation. Questions of value and even fair
dealing may be subjected to more scrutiny.
Fairness opinions seek to answer the question whether a proposed
transaction is fair to a company’s shareholders from a financial point
of view. Process and especially value are at the core of the opinion. A
fairness opinion does not predict where a security—e.g. an acquirer’s
shares—may trade in the future. Nor does a fairness opinion approve
or disapprove a board’s course of action. The opinion, backed by a
rigorous valuation analysis and review of the process that led to the
transaction, is just that: an opinion of fairness from a financial point
of view. Nevertheless, declining markets in the context of negotiating
and opining on a transaction will raise the question: How do current
market conditions impact fairness?
There is no short answer; however, the advisor’s role of reviewing
the process, valuation, facts and circumstances of the transaction in
a declining market should provide the board with confidence about
its decision and the merits of the opinion. Some of the issues that
may weigh on the decision process and the rendering of a fairness
opinion in a falling market include the following:
»» Process vs. Timing. Process can always be tricky in
a transaction. A review of fair dealing procedures when
markets have fallen sharply should be sensitive to actions
that may favor a particular shareholder or other party. A
by Jeff K. Davis, CFA

3. Mercer Capital’s Value MattersTM
Issue No. 4, 2015
© 2015 Mercer Capital // www.mercercapital.com 3
management-led LBO after the market has fallen or a
board that agrees to buyback a significant shareholder’s
interest when prices were higher are examples. Even
an auction of a company may be subject to second
guessing if the auction occurred in a weak environment.
»» Corporate Forecasts. Like the market, no one knows
how the economy will perform over the next several
years; however, consideration should be given to
whether declining equity markets and widening
credit spreads point to a coming economic slowdown.
A baseline forecast that projects rising sales and
earnings or even stable trends may be suspect if the
target’s sales and earnings typically fall when the
economy enters recession. A board should consider
the implications of any sustained economic slowdown
on the subject’s expected financial performance with
follow-through implications for valuation.
»» Valuation. Unless markets experience a sharp drop
from a valuation level that reflects a widely held view
that multiples were excessive, a sharp pullback in
the market will cause uncertainty about what’s “fair”
in terms of value. DCF valuations and guideline M&A
transaction data may derive indications that are above
what is obtainable in the current market. Transactions
that were negotiated in mid-2007 and closed during
2008 may have felt wildly generous to the seller as
conditions deteriorated. Likewise, deals negotiated
in mid-2012 that closed in 2013 when markets were
appreciating may have felt like sellers left money on the
table. There is no right or wrong, only the perspective
provided from the market’s “bloodless verdict” of
obtaining a robust market check if a company or
significant asset is being sold. It is up to the board
to decide what course of action to take, which is
something a fairness opinion does not address.
»» Exchange Ratios. Acquisitions structured as share
exchanges can be especially challenging when
markets are falling. Sellers will tend to focus on a fixed
price, while buyers will want to limit the number of
shares to be issued.The exchange ratio can be (a) fixed
when the agreement is signed; (b) fixed immediately
prior to closing (usually based upon a 10 day volume-
weighted average price of the buyer); or (c) a hybrid
such as when the ratio floats based upon an agreed
upon value for the seller provided the buyer’s shares
remain within a specified band. Floating exchange
ratios can be seen as straightjackets for buyers and
lifejackets for sellers in falling markets; rising markets
entail opposite viewpoints.
»» Buyer’s Shares. An evaluation of the buyer’s
shares in transactions that are structured as a share
exchange is an important part of the fairness analysis.
Like profitability, valuation of the buyer’s shares should
be judged relative to its history and a peer group
presently and relative to a peer group through time
to examine how investors’ views of the shares may
have evolved through market and profit cycles. The
historical perspective can then be compared with the
current down market to make inferences about relative
performance and valuation that is or is not consistent
with comparable periods from the past.
»» Financing. If consummation of a transaction is
dependent upon the buyer raising cash via selling
shares or issuing debt, a sharp drop in the market
may limit financing availability. If so, the board and
the financial advisor may want to make sure the
buyer has back-up financing lined-up from a bank.
The absence of back-stop financing, no matter how
remote, is an out-of-no-where potential that a board
and an advisor should think through. Down markets
make the highly unlikely possible if capital market
conditions deteriorate unabated. While markets
periodically become unhinged, a board entering into
an agreement without a backstop plan may open itself
to ill-informed deal making if events go awry.
A market saw states that bull markets take the escalator up and bear
markets take the elevator down. Maybe the August sell-off will be the
pause that refreshes, leading to new highs, tighter credit spreads, and
more M&A. Maybe the October rebound in equities (but not credit, so
far) will fade and the downtrend will resume. It is unknowable.
What is known is that boards that rely upon fairness opinions as one
element of a decision process to evaluate a significant transaction
are taking a step to create a safe harbor. Under U.S. case law, the
concept of the “business judgment rule” presumes directors will
make informed decisions that reflect good faith, care and loyalty to
shareholders.The evaluation process is trickier when markets have or
are falling sharply, but it is not unmanageable. We at Mercer Capital
have extensive experience in valuing and evaluating the shares (and
debt) of financial and non-financial service companies engaged in
transactions during bull, bear and sideways markets garnered from
over three decades of business.
Jeff K. Davis, CFA
jeffdavis@mercercapital.com | 615.345.0350

4. Mercer Capital’s Value MattersTM
Issue No. 4, 2015
© 2015 Mercer Capital // www.mercercapital.com 4
Q3 was an especially bad quarter for asset managers, with the group
losing over $40 billion in market capitalization during a six week skid.
Given the sector’s run since the last financial crisis, many suggest this
was overdue and only pulls RIA valuation levels closer to their historic
norms. The multiple contraction reflects lower AUM balances and the
anticipation of reduced fees on a more modest asset base.
The most recent sell-off brings the industry to the brink of a bear
market despite the S&P being down only 10% or so over the last
few months. Such underperformance is not surprising for a business
tethered to market conditions and investor sentiment. The market is
acknowledging that revenue for equity managers is directly tied to
index movements and earnings often vary more than management
fees due to the presence of fixed costs (as demonstrated in the
example below). Combining these dynamics with some multiple
contraction reveals the market’s rationale for discounting these
businesses in recent weeks.
The impact on sector M&A is more nuanced. On the one hand, the
lower price tag might entice prospective buyers fearful of overpaying.
Yet for others the market’s recent variability could spook potential
investors, and sellers may be less inclined to part with their businesses
at a lower valuation.Though the third quarter figures aren’t out yet, the
recent slide could curtail the deal making momentum we’ve witnessed
over the last year-and-a-half.
Rough Quarter for the RIA Industry
by Brooks K. Hamner, CFA
First appeared on Mercer Capital’s RIA Valuation Insights blog on October 5, 2015. Subscribe to
receive blog posts here.
Publicly Traded Asset Managers Versus the S&P 500
Asset Manager Operating Leverage
Asset Manager Valuations since 2011
Source: SNL Financial

5. Mercer Capital’s Value MattersTM
Issue No. 4, 2015
© 2015 Mercer Capital // www.mercercapital.com 5
The outlook also remains uncertain and will ultimately be determined
by market movements and asset flows. We’re neither smart enough
nor dumb enough to predict future market movements and will defer
that to the experts.
As for asset flows, fee-richer active funds are losing ground to indexes
and alternative products despite typically outperforming more passive
U.S. Equity Fund Flows and Current AssetsAsset Manager M&A Since 2002
Source: Morningstar
Brooks K. Hamner, CFA
hamnerb@mercercapital.com
901.685.2120
strategies during market downturns. Overall, asset flows to riskier
products (active or passive) are unlikely to improve until the recent
volatility declines to more normal levels.
Mercer Capital’s
Transaction Advisory Services
In addition to our corporate valuation services, Mercer Capital provides investment banking and
transaction advisory services to a broad range of public and private companies and financial insti-
tutions throughout the U.S.
Mercer Capital leverages our historical valuation and investment banking experience to help you navigate a critical transaction,
providing timely, accurate and reliable results.We have significant experience advising boards of directors, management, trustees, and
other fiduciaries of middle-market public and private companies in a wide range of industries.
Whether you are selling your business, acquiring another business or division, or have needs related to mergers, valuations, fairness
opinions, and other transaction advisory needs, we can help.
Contact Nick Heinz (heinzn@mercercapital.com) or Tim Lee (leet@mercercapital.com) to discuss your needs in confidence
at 901.685.2120.

6. Mercer Capital’s Value MattersTM
Issue No. 4, 2015
© 2015 Mercer Capital // www.mercercapital.com 6
Mercer Capital’s Books of Interest
An Estate Planner’s
Guide to Revenue
Ruling 59-60:
This book is a non-
technical resource that
clearly explains how
business appraisers
attempt to translate the
guidance found in Revenue Ruling 59-60 into
actual valuation engagements.
Business Valuation:
An Integrated Theory
Second Edition
Whether you are an
accountant, auditor,
financial planner, or
attorney, Business
Valuation: An Integrated
Theory, Second Edition enables you to
understand and correctly apply fundamental
valuation concepts.
Buy-Sell Agreements for
Closely Held and Family
Business Owners: How to
Know Your Agreement Will
Work Without Triggering It
Designed for business
owners and business
advisers, this book
provides a road map for business owners to
develop or improve their buy-sell agreements.
Unlocking Private
Company Wealth: Proven
Strategies and Tools for
Managing Wealth in Your
Private Business
This book will help
business owners turn their
business into the liquidity-
creating vehicle it needs to be for them to
become independent of the business and truly
free to sell it, stay with it, or transition it to others
of their choice.
Visit www.mercercapital.com for more information
Special Offer:The Ownership Transition Bundle
In this special offer, receive both of
Mercer’s Ownership Transition print books,
Unlocking Private Company Wealth and
Buy-Sell Agreements for Closely Held
and Family Business Owners. In addition
to the print books, you will also receive
a complimentary PDF for immediate
download of both The Buy-Sell Agreement
Review Checklist and The Buy-Sell
Agreement Checklist for Shareholder
Promissory Notes.
Blogs of Interest
RIA Valuation Insights
A weekly update on issues important to
the Asset Management industry. Recent
posts include “Does Size Matter for RIAs?”,
“Portfolio Valuation: How to Value Venture
Capital Portfolio Investments,” “Death Week
(for Active Management?),” and “Simmons
First National Acquisition of Ozark Trust and
Investment.”
Subscribe to receive posts via email
The Financial Reporting Blog
A weekly update on financial reporting
topics. Recent posts include “An Overview of
Personal Goodwill,” “Yes, Virginia, the Cost
of Capital Really Is Low,” “What’s in a Name:
Valuing Trademarks and Trade Names,”
“New Rules Aim to Claw Back Incentive-
Based Pay,” and “8 ThingsYou Need to Know
About Section 409A.”
Subscribe to receive posts via email
Chris Mercer | Business Value
and Ownership in Transition
Chris Mercer’s blog about issues important
to baby boomer business owners. Recent
posts include “The Stock Market is ‘Plunging’
But There is No Panic in the Private
Company Business World,” “Where Do You
Want the Ownership of Your Company To Be
in 3, 5 or 10 Years?,” and “10 Good Reasons
for Private Company Dividends.”
Subscribe to receive posts via email

7. Mercer Capital’s ability to understand and determine the value
of a company has been the cornerstone of the firm’s services
and its core expertise since its founding.
Mercer Capital is a national business valuation and financial advisory firm founded in 1982. We
offer a broad range of valuation services, including corporate valuation, gift, estate, and income
tax valuation, buy-sell agreement valuation, financial reporting valuation, ESOP and ERISA
valuation services, and litigation and expert testimony consulting. In addition, Mercer Capital
assists with transaction-related needs, including M&A advisory, fairness opinions, solvency
opinions, and strategic alternatives assessment.
We have provided thousands of valuation opinions for corporations of all sizes across virtually
every industry vertical. Our valuation opinions are well-reasoned and thoroughly documented,
providing critical support for any potential engagement. Our work has been reviewed and
accepted by the major agencies of the federal government charged with regulating business
transactions, as well as the largest accounting and law firms in the nation on behalf of their clients.
Contact a Mercer Capital professional to discuss your needs in confidence.
Mercer
Capital
Timothy R. Lee, ASA
901.322.9740
leet@mercercapital.com
Nicholas J. Heinz, ASA
901.685.2120
heinzn@mercercapital.com
Bryce Erickson, ASA, MRICS
214.468.8400
ericksonb@mercercapital.com
Z. Christopher Mercer, CFA, ASA, ABAR
901.685.2120
mercerc@mercercapital.com
Matthew R. Crow, CFA, ASA
901.685.2120
crowm@mercercapital.com
Travis W. Harms, CFA, CPA/ABV
901.322.9760
harmst@mercercapital.com
MERCER CAPITAL
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permission. Media quotations with source attribution are encouraged. Reporters requesting additional information or editorial comment should contact Barbara Walters Price at 901.685.2120.
Mercer Capital’s Value MattersTM
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VALUE MATTERS
TM
. This newsletter addresses gift & estate tax, ESOP, buy-sell agreement, and transaction advisory topics of interest to estate planners and other professional advisors to
business. For other newsletters published by Mercer Capital, visit www.mercercapital.com.

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Mercer Capital’s industry publications are featured below. Having built a substantial client base in various industries, we have formalized our research
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